East Regional Sales Manager

GARY HARAY

** * ********* ***, *********, NEW YORK 10530 203-***-**** *********@*****.***

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EASTERN REGIONAL SALES MANAGER

Experienced and detail-oriented medical equipment sales manager with 15 years of sales experience who consistently demonstrates a proven ability to develop and implement solutions from concept to completion through creative and critical thinking.

Present, Educate, and Build lasting relationships with key Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, Distributors and Contractors by assisting at the factory level on the design and manufacturing of current or new product solutions for critical design problems to facilitate ongoing specifications and increased sales revenue.

Excellent negotiator and communicator who is proficient at developing and maintaining client relationships and assisting clients with finding the right motorized or non-motorized procedural exam lighting solution.

Outstanding interpersonal, team building, and communication skills.

Strong technical, analytical, creative problem solving and solution-oriented capabilities.

Over fifteen years of LED lighting experience and a strong mix of sales and staff management, sales and factory operations experience, and business leadership.

Proven ability to manage complex projects and lead diverse and cross-cultural teams to meet company goals on time and on budget.

Recognized by colleagues as a diplomatic, honest, and dependable leader with proven effectiveness in stressful, competitive, and challenging situations.

PROFESSIONAL EXPERIENCE

Kirlin Company Detroit, MI

EASTERN REGIONAL SALES MANAGER Feb 2018–Present

Manage 47 Medical and commercial accounts throughout a seventeen state US East Coast territory and three Eastern Canadian states for the development of new business by promoting state-of-the-art motorized medical LED lighting systems for improved patient outcomes in healthcare applications in the MRI, Labor and Delivery, Postpartum, NICU, PICU, Cardiac Catheterization Laboratory, and Patient Rooms. Hire, train, motivate, evaluate performance and when necessary, terminate any medical and commercial manufacturers' representatives. Present, educate, and build lasting relationships with key Lighting Designers, Architects, Engineers and Distributors in seventeen states by assisting at the factory level on the design and manufacturing of current or new product solutions for critical design problems to facilitate ongoing specifications and increased sales revenue. Career Highlights:

Conduct in depth training meetings with the use of samples and literature in the representative’s offices, to Lighting Designers, Architects, Engineers, business owners, department managers, Maternal-Infant Directors, Managers, APNs, Charge Nurses, and Purchasing agents.

Speaker at the IES, Synova Perinatal and LEDucation lighting conferences discussing how current trends in healthcare impact healthcare lighting, and how proper lighting design will improve services, expedite patient recovery, and reduce operating expenses.

Achieved 126% sales growth in 2018 as a sales manager in the territory.

Promoted medical education accredited CEU courses.

Regional manager of the #1 grossing territory.

Created and pitched strategic sales presentations and overcame objections and rebuttals to close sales.

Created business reports and maintained expense reports.

Demonstrated products and trained multiple health centers and staff at New York Presbyterian, Mount Sinai University of Pennsylvania, Duke, University of Pittsburgh, and Mass General Hospital, National Institute of Health, and Westchester Medical to name a few.

Responsible for achieving annual sales and profit objectives for my defined territory, by influencing customers (e.g., key orthopedic surgeons, critical care facilities, emergency rooms, cardiologists, and physicians based in hospitals and teaching institutions) through education on assigned products. GARY HARAY

80 E HARTSDALE AVE, HARTSDALE, NEW YORK 10530 203-***-**** *********@*****.*** Page 2 of 3

Prolume Incorporated Randolph, VT

DIRECTOR OF SALES Jan 2016–Feb 2018

Develop overall sales strategy for business. Manage regional sales management team across the country and assist in driving key accounts and manufactures representatives to deliver top line sales. Assist the design community of Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, and OEM's through direct communication channels and a dedicated network of skilled lighting representatives. Career Highlights:

Supervised a smooth relocation of the Prolume manufacturing to VT.

Formulated marketing, brand planning and business-development strategies to drive revenue growth.

Consistently able to accomplish the design intent of a project which results in repeat specification, increased sales, and company revenue.

Improved sales policies and practices by defining the sales cycle, creating accurate job descriptions and developing standards for customer relationship management.

Mentored Regional Sales Managers and performed joint sales and specification calls to Key Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, and OEM's

Trained a total of twenty sales officers and support staff members over a period of eighteen months.

Identified five markets as potential for growth, resulting in the company’s expansion in the industry.

Built an OQL base (Open Quotes Log) to $19 Million dollars. Prolume Incorporated Monroe, CT

GM Sept 2014–Dec 2015

Improve inefficiencies through planning, monitoring, prioritizing, and developing management and employee efficiency with new and strategic thinking. Ensure that company goals and objectives are achieved in a timely fashion. Assist the design community of Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, and OEM's through direct communication channels and a dedicated network of skilled lighting representatives. Career Highlights:

Strengthened production process to improve effectiveness, increase efficiency and elevated customer satisfaction through a factory reorganization initiative involving management and all factory workers.

Increased manufacturing capabilities/processes allowing Prolume to manufacture and ship orders that are 88% larger in size.

Spearheaded 11% gross profit margin increase to 67.5%.

Oversaw entire lighting operations, including design, product management, marketing, manufacturing, logistics, and business development.

Experienced in Global/International sales & marketing for the LED lighting market in Europe and Asia.

Grew business over 50% with five consecutive years of growth.

Improved company’s competitive market position by reducing product costs, accelerating delivery of new features and increasing overall product quality.

Prolume Incorporated Monroe, CT

NATIONAL SALES MANAGER Mar 2009–Sept 2014

Assist the design community of Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, and OEM's through a dedicated network of skilled lighting representatives. Disseminate between a myriad of lighting fixtures and LED solutions in order to appropriately service both Commercial and Residential projects. Consistently able to accomplish the design intent of a project which results in repeat specification, increased sales, and company revenue. Assist the design community of Lighting Designers, Architects, Engineers, Interior Designers, Museum Conservators, and OEM's through direct communication channels and a dedicated network of skilled lighting representatives. Career Highlights:

Directly responsible for an average annual revenue growth of 12.5% over the period from 2010 to 2014.

Spearheaded an engineering initiative to create a new lighting fixture based on the specifiers needs that resulted in the Lighting Designer winning the 2014 AL Design Awards: Rotunda for the Charters of Freedom, National Archives Museum, Washington, DC.

GARY HARAY

80 E HARTSDALE AVE, HARTSDALE, NEW YORK 10530 203-***-**** *********@*****.*** Page 3 of 3

Set new company record for largest PO received from 132K to 420K.

Conduct in depth training meetings with the use of samples and literature in the representative’s, Lighting Designers, Architects, and Engineers offices.

Ensured smooth flow of products and materials in and out of the country while maintaining adherence to organizational policies and procedures as well as relevant local, country, and international law and processes.

Played a pivotal role in establishing the company’s niche in the international markets, including United Kingdom and United Arab Emirates.

Continuously quoted and processed commercial account orders in excess of 200K by calling on key accounts with top representative agencies across the USA and parts of Canada.

Mentored current production manager and honed skills in managing daily production calendar; offered positive motivation and guidance, encouraged the manager to perform at maximum potential. Master Exteriors and Design Danbury, CT

SALES MANAGER May 2007– Mar 2009

Contributed in the planning and scheduling of construction at contracted residences, employee hiring and training, supervision, and overall workplace management. Conducted in-field training for representatives; traveled extensively to proactively assist with sales activities. Employed great communication and interpersonal skills in reporting activities as well as explaining relevant management information. Career Highlights:

Directed all sales activities and six-person sales force in $13-million Residential Sales organization ensuring bottom- line success while simultaneously bolstering sales in own territory from $1-million to $1.5 million.

Facilitated Capital One and GE financing training seminars for all representatives on proper promotion and sales of financing services to customers.

Coordinated the schedule of partnering contract services to successfully complete assigned projects.

Cultivated relationship with new and existing customers through planned individual account support; served as liaison for all internal order-processing staff.

Maximized sales 209% from $1.3M to $2.8M in one year.

Maintained $42K+ sales per week throughout tenure as sales representative and labeled as 2nd leading salesman for the company.

Atrium Windows & Doors Welcome, NC

REGIONAL SALES MANAGER Apr 2005– Mar 2007

Sold factory direct vinyl window and door products. Prepared and delivered timely quotes. Strengthened existing customer relations and developed new relationships to ensure repeat business. Planned and established monthly individual goals based on previous month’s results and trends. Performed outside marketing to surpass sales expectations and verified proper inventory levels to accommodate expected sales quantity. EDUCATION

Continuing Education (Night courses - Sophomore) in Business Management: 2014 to Present Coursework (Freshman) in Business Management: 2002/2003 Housatonic Community College Bridgeport, CT

AFFILIATION

IES (Illuminating Engineering Society)

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